Some clients don’t know they have a problem


Some of the clients and prospects on your list don’t know they have a legal problem, let alone that you have the ability to help them.

You need to educate them.

Tell them what they need to know about their problem or potential problem, and what might happen if they do nothing about it.

Don’t leave it up to them to figure this out. Don’t make them wait until their problem worsens. Tell them what they need to know.

And keep telling them because they might not be ready or willing or able to do anything about it the first time you tell them.

Describe the problem and tell them how to recognize it. Describe the risks and their options. And describe the benefits they get when they do something about it, ie., hire you.

Tell them how they will be better off. Tell them about how they will save money, protect themselves (family, business, etc.) against negative consequences. Tell them how they will be safer and enjoy peace of mind.

And then give them examples of other people, like them, who were in the same situation and, with your help, obtained those benefits.

It’s a simple and effective formula for marketing your services.

What’s that? You don’t have any other services to offer to your list?

No problem. Do you know any attorneys in different practice areas who can help your clients? If a client contacted you with a problem that attorney could handle, would you recommend them?

Great. So why not recommend them (their services, their website, their seminar, etc.) now?

Your clients will appreciate that. So will the other attorney, who might do the same thing for you with his clients.

If you want to know how to build your practice with email, my email marketing course shows you everything you need to know.